Radio Sales Café

Happy Friday, everyone! Here's this week's poll question, again in two parts:

1) How many different businesses are on your account list?

2) What do you consider the ideal number of accounts to manage?

Thanks for participating!

1.) 138
2.) 30

1. How many different businesses are on your account list? 100


2. 2) What do you consider the ideal number of accounts to manage? 50

We have a computerized CRM system (In A Box) that allows us to limit the amount of potential clients on a salesperson list. Currently, they are limited to 69. However, we have what we call the Golden Bucket that has the list of every business in our area (nearly 7000). If they want to add a business, they have to give up a client to keep their list at 69. This allows other sales people to have a shot at clients that were not being covered. it creates an ongoing automatic auction for clients. Also, our sales people automatically lose a client, on the air or off, if they do not have some sort of contact with the client every 14 days. They are warned by email that they are about to lose the client and then the computer, with no emotion, moves the client to the Golden bucket for other Sales people to get. We feel that to have more clients than this on a list is false comfort. By the way, our sales people have 30 on air clients on average. Looks like we need more sales people!

1. Currently I have over 400 clients on my account list. That number will shrink once we hire a new salesperson.

2. I prefer to have no more than 150. My reason for that is that some accounts are seasonal, some are yearly contracts and some only advertise once a year. I also have almost 45 non profit clients who only advertise once or twice a year for a specific event. Also, working at a small market station, you have to handle what you are given.

190 different businesses on my account list...

The best ideal number of accounts to manage...100

Don't clients complain when they're suddenly faced with a new salesperson because the old one got yanked? While I think it's good that you must see a client within a certain time period, I personally think that 2 weeks is a little much and I'd think that it could cause problems with the client by jerking an AE from a long term contract just because they didn't see them in the allotted time. And there are those clients that have an established relationship with the AE. Plus, as Julie says below, some clients are only seasonal or they may advertise events that only occur a few times a year. I myself have clients that PREFER not to see me but once a year for renewal. It's not that they don't like me, it's just that they don't want to be bothered. I'm not really knocking your system, even though it sounds like I am. I just find it curious.

Our system takes into account for protected and seasonal clients. Just a post card or a forwarded email with some information about their business will protect the client.

How many clients can you handle that are actually on the air.

I forgot to mention that all of the parameters are set by the user. You can set those at any intervals that you like.

What is your CRM system. I'm not familiar with that. I can see how it would be very helpful! Can you let me know where to find more information on this type of system.

Hi Rick,
Is it called "In A Box?" (We have a computerized CRM system (In A Box) that allows ...)
thanks -Amy

We have an online tool that we offer that allows account executives to manage ALL aspects of their accounts. MediaSFM - Sales Force Management (SFM) software combines all the benefits Customer Relationship Managment (CRM) and Sales Force Automation (SFA) into one software tool that everyone in your organization can easily use! Giving your sales reps more time to do what they do best, SELL! It also gives your sales managers a holistic view into each account and sales rep. Sales managers become much more proactive instead of reactive to sales reps, they spend more time coaching their sales reps rather than constantly wondering what is going on, have they pitched this promo or product to this account? They can easily see which promo or product accounts are being pitched at any time!

http://www.mediasfm.com
Email me for demos or more information [email protected]

Hi Amy,

In A Box are now called influence FM and our system is an all-in-one solution. For $99 a month per station you get unlimited users, CRM with reporting, a yield management system, a digital production order system, a 50,000 radio ready copy library, a presentation builder and a platform to sell your trade and turn it into cash if you wish. Also our set up is free, phone support is free and training is free.